The Most Overlooked Digital Prospecting Method
Whether you help them in a LinkedIn Group or in an InMail, the you get prospects talking about their challenges, hopes and ambitions the more they begin to:
- Understand if they're willing to change (at all)
- See investing in you (changing) as a path to stability and excellence
- Experience your advice and assign value to it
When messaging prospects using the phone, email, LinkedIn, are you helping them to start talking about themselves — as a means to break-the-ice and get a conversation going? If not, don't worry. It's an effective, yet overlooked digital sales prospecting method.
Because it's so simple, so obvious.
Brief, Blunt and Provocative
You've got to be brief, blunt and provocative. Getting prospects to start talking about themselves via email messages may feel unnatural. But it works. Plus, it is a repeatable prospecting method that helps buyers qualify/disqualify themselves.
There are a handful of different ways to effectively spark and steer conversations with executive decision-makers. However, they all involve these characteristics. Your message must:
- Encourage introspection on the buyers' current situation
- Provide an incentive for response
- Pique curiosity
The main idea in your first-touch email is to give them an incentive to reply by revealing “the conversation already going on” in their mind. The goal is not to get an appointment.
For example, can you think of a missing puzzle-piece that they don't have right now — but should? Can you help them discover a fact about something important — that is probably unknown to them? Can you help them avoid an unseen danger or threat that will cause problems?
These are effective first-touch message writing starting points.
As your email exchange progresses, ask them if they're willing to do something with this new found knowledge. Help them see how damaging lack of change is—and see the disruption change causes as a path toward excellence and stability.